Why Block will never hire SDRs in-house again

OUR MODEL

Block delivers digital transformational projects - typically selling into the NHS (National Health System). An example customer of ours is Barts Health NHS Trust which has five large hospitals across London. That’s a lot of connected devices with lots of users. We install and manage the wireless network and digital foundations so that members of staff can access patient records and software on whatever tablet or phone they are using. Customers trust us to provide 24hr and fully secure connectivity, with no downtime.


THE NEED

There are very few accounts we want to go after but they’re high value. Full client digital transformations can take around two or three years after which clients typically partner with a vendor for around seven years before potentially changing. Big transformations can cost clients £20 million. They’re complex,multi-year deals with different personas to engage with.. Obviously we need to talk to CIOs and heads of digital transformation but also patient experience, clinical technician leads, network engineers, architects, telecoms consultants and other influencers.

We needed EngageTech for two reasons: customers aren’t always going to be in the buying cycle. If they've recently refreshed, there's possibly five or seven years to wait. There are smaller things we sell around the edge.

We can do assessments; we can put in observability; smaller things to get us in so when they are ready, they know us. Secondly, our senior salespeople are on the road, meeting people and transacting large deals. They don’t have time to manage different messages to all those different personas across different channels.